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9.
But, why bother with Goals? <ul><li>Setting a Goal and taking massive action, is more important than achieving your goal </li></ul><ul><li>Setting the Goal helps us achieve focus on what is important. </li></ul><ul><li>Consistency of Purpose is key! </li></ul>

12.
Lead Generation (Prospecting) <ul><li>Commonly known as Marketing </li></ul><ul><li>A lead can be defined as follows; </li></ul><ul><ul><li>A person or company that has expressed an interest in you or your product </li></ul></ul><ul><ul><li>This could be either as a result of: </li></ul></ul><ul><ul><ul><li>You contacting them - outbound </li></ul></ul></ul><ul><ul><ul><li>Or them contacting you - inbound </li></ul></ul></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>

13.
Converting Leads to Sales <ul><li>What problem or desire does the product address? </li></ul><ul><li>What does addressing that issue enable the purchaser to do? </li></ul><ul><li>Can the buyer assign a value to that new capability? </li></ul><ul><li>When ideally do they need this by? </li></ul><ul><li>What is the cost of doing nothing? </li></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>

18.
Influencing the Wealth Factors <ul><li>New Business can implement strategic plans for continuous monitoring and improvement of all 5 wealth factors </li></ul><ul><li>Existing business should choose at least 2 to start with and work up to having a plan for all 5 </li></ul><ul><ul><li>Key challenges are to change existing cultures </li></ul></ul><ul><ul><li>Increasing sales alone is not always the answer – especially if each sale loses money! </li></ul></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>

19.
We will now focus on just 2? <ul><li>Marketing - Providing a constant flow of quality leads. </li></ul><ul><li>Sales – Converting the leads into customers, in the shortest time, with a maximum lifetime value. </li></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>

28.
We will now focus on just 2? <ul><li>Marketing - Providing a constant flow of quality leads. </li></ul><ul><li>Sales – Converting the leads into customers, in the shortest time, with a maximum lifetime value. </li></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>

31.
Buyers Buy Backwards! <ul><li>When do I get Ownership? </li></ul><ul><li>How do I get there? </li></ul><ul><li>Is the roadmap to value clearly defined? </li></ul>What will this purchase enable me to do & When?

32.
The Contract = Partnership! <ul><li>Focus on when the customer gets value! </li></ul><ul><li>The contract is just one step in a joint journey! </li></ul><ul><li>A Foundation for Trust. </li></ul>It is 5 times easier to sell to existing customers? You lift me up, and I’ll bring it over

34.
Converting Leads to Sales <ul><li>What problem or desire does the product address? </li></ul><ul><li>What does addressing that issue enable the purchaser to do? </li></ul><ul><li>Can the buyer assign a value to that new capability? </li></ul><ul><li>When ideally do they need this by? </li></ul><ul><li>What is the cost of doing nothing? </li></ul><ul><li>Experience Sales Success </li></ul><ul><ul><ul><li>Sales Management </li></ul></ul></ul><ul><ul><ul><li>Lead Generation </li></ul></ul></ul><ul><ul><ul><li>CRM Process </li></ul></ul></ul>

40.
The 3 Parts of a Sales Call <ul><li>Opening </li></ul><ul><li>Ask Power Questions </li></ul><ul><li>Conclusion </li></ul><ul><ul><li>15 minutes from the end </li></ul></ul>

41.
Opening the meeting <ul><li>Smile, as though you really mean it! </li></ul><ul><li>Thank them for their time </li></ul><ul><li>Ask them how long they Have </li></ul>

42.
Power Questions <ul><li>So what made you want to see me? </li></ul><ul><li>What [offer related] issues are you having right now </li></ul><ul><li>Listen to the answers (don’t be planning your next question!) </li></ul>

43.
Closing the Call <ul><li>Summarise all the issues they have </li></ul><ul><li>Agree a value on solving their issues </li></ul><ul><li>Confirm the decision process </li></ul><ul><li>Agree an action plan </li></ul><ul><li>Set the date of the next meeting </li></ul>

44.
Always start at the top <ul><li>Power flows down from the top </li></ul><ul><li>Swimming up the Waterfall is difficult </li></ul><ul><li>People generally want to Please their Boss </li></ul>

45.
Success at Persuasion <ul><li>Ask; </li></ul><ul><ul><li>The right Person </li></ul></ul><ul><ul><li>AT the right Time </li></ul></ul><ul><ul><li>The right Questions </li></ul></ul><ul><li>Listen, then have; </li></ul><ul><ul><li>The right Answers </li></ul></ul><ul><ul><li>IN the right Way </li></ul></ul><ul><ul><li>With The right Evidence </li></ul></ul><ul><li>At all times have a great Attitude </li></ul>

46.
Planned Networking <ul><li>The more people you meet, the more people who can buy or recommend your offering </li></ul><ul><li>Attend 4 events per month </li></ul><ul><li>Meet 3 people at each </li></ul><ul><li>That’s 144 new contacts </li></ul>